Five Ways That Higher Sales Goals Lead to Lower Sales

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Sep 12, 2011

Companies set goals for their salespeople and most link incentive pay to goal achievement. Many advocate using stretch goals to improve the company's chance of achieving financial targets, reasoning that challenging goals motivate salespeople to think big, be creative in finding ways to create customer value, and attain performance levels never thought possible. But is that always the case?

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